4/25/2012
What is it???

Negotiation- it is the process of making
joint decisions when the parties involved
have different preferences
By: Eric, Jon, Cheyenne,
Angel, and Alex
Goals

Substance goals- a focus on the
outcomes(what is being negotiated)

Relationship goals- a focus on people’s
relationships and interpersonal process

Effective Negotiation- resolves issues of
substance while maintaining good relations
Negotiation Option 1

Distributive negotiation- focus on win-lose
claims made by each party concerning the
desired outcome
Criteria of Effective Negotiation
 Quality
 Cost
 Harmony
Option 2 (The Right Way)

Integrative Negotiation- a win-win orientation to
reach solutions acceptable to each party
 Requires commitment, trust, and information
○ Maintain proper attitudes
 Hard Distribution- highly competitive, selfish
 Soft Distribution- one party will basically back
○ Know what you and the other party truly want
○ Ask reasonable questions
○ Remain Ethical while negotiating
away and accept loss, resentment
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4/25/2012
Ethics in Negotiation
Ethics in Negotiation
Relationship Value
Interests of Others
When negotiating with a stranger, such as when buying
a car, it is expected that you may use more harsh tactics
to get what you want.
“Who and how will my actions affect?”
Open up and be honest with whom you are
negotiating.
Share your dilemma and work together to
find a resolution.
Ethics in Negotiation
Ethics Gap
An ethical gap is the point at which you question what is
right and wrong.
A time-out during the negotiation can bring light to the
situation.
When you are negotiating with someone whose
relationship you value, you should respect that trust and
be clear about your intentions from the get-go.
If you ignore these unspoken rules, you could end up
losing a lot more than the negotiation.
Negotiation Myths


#2 Good Negotiators are born not made

#3 To be a good negotiator you must be very
argumentative and opinionated
If you are still unsure about what road to take, consult
an associate that you trust and get their thoughts on the
matter.
The act of taking through the decision making process
in itself can often revel the answers you seek.
Pawn Stars

http://www.youtube.com/watch?v=EHtaek38Erg
Lessons From Pawn Stars
 How the pawn shop works as far as
negotiation.

#1 You either win or lose in a business negotiation
○ This is the number one myth about negotiations.

#4 Nice people end up last
○ People like to do business with people they like.
Negotiation Strategy
Focus on Interest, not position
Communication is crucial
Tips on negotiation that can be learned
from the video:
Understand Emotions
 How to use the tips effectively
 How to get the most out of negotiating
Look for mutual gain
Planning is critical
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4/25/2012
Negotiation In Real Life

Medical Debt Negotiators

Union-Contract Negotiators
Class Activity
 Collective Bargaining
 Arbitration/Mediation

Alternative Dispute Resolution
Works Cited
http://pods.dasnr.okstate.edu/docushare/dsweb/Get/Docu
ment-1676/F-198web.pdf

Are there any
Questions???
http://www.nysscpa.org/cpajournal/2004/1204/essentials/
p44.htm
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http://www.karrass.com/blog/5-biggest-myths-aboutnegotiation/
http://www.youtube.com/watch?v=EHtaek38Erg
http://negotiationboard.com/negotiation-ethics/
Exploring Management 2nd edition…Schermerhorn…2010
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